In today's sales world, technology is your friend. Without it, life is short, brutish and nasty as it was for the neanderthals! Learn how to combine those tried and true sales tools with today's technology based tools to get the most out of all your sales activities. There is no magic bullet, but there is a very straight path to successful sales results for those who learn to work multiple sales techniques.

1. No Technology
= No SalesYour guide to today’s technology based tools
to get the most of your sales activities.

2. PRESENTED BY
Thomas Ross
Partner, Exponential Sales
Tibor Shanto
Principal, Renbor Sales Solutions

3. Why is
technology
so important?

4. Technology…
provides
processes,
systems & metrics
the glue between
marketing and
sales
Can generate
leads

5. Social Media
For business

6. LinkedIn
259
million active
business
professionals
Excellent Research Tool
Great resource to find the key people at prospect companies,
learn their communication style, what they are professionally
interested in, how best to contact them, etc.
Great Introduction Tool
Use your profile to sell your company not just a description of
what you do.
Valuable Networking Tool
Don’t just add people you know, add everyone you want to
know – those 2nd and 3rd degree contacts are valuable!

7. Facebook,
Twitter,
Google +,
YouTube, etc…
• Keep everyone updated on what's happening.
• Increase search engine optimization.
• Boost traffic to other social sites and main website.
• Great to push your brand, events, promotions and to
become interactive with your customers.

8. REMEMBER:
“Although there are thousands of social media platforms to choose from,
choose only a few that make sense to your company and industry. It’s not
about quantity it’s about QUALITY. “

9. BLOGGING

10. BLOGGING for your business
Keep In Touch
Allow you to keep in touch with all of your
customers and targeted industries with informative
updates.
Brand
Show your expertise and build your brand
credibility.
Connect
Invite readers to contact you directly through
questions or comments.
Raise Your Rank
Increase the traffic flow to your company website.
This will also raise your website ranking in search
engine lists.

11. WebinarsGroup
Provide informative
and quality
information to
audience to draw
them to the
webinar.
Encourage feedback during
presentation but only in private chat
format.
Use polls during the presentation to
profile attendees and quality potential
leads.
Always follow up with attendees
shortly after the presentation. Provide
them a link to a copy of the webinar.
Promote your webinar
through social media as
well as through contacts.

12. Enable a more
personal
interaction. Great way
to save time
and costs.
Tip:
Never rely on a
wireless internet
connection or a
cellphone to deliver
presentations!
record the
session for
future use.
One-on-one
Webinars

13. Online
Associations
Maximizes your time and
cost.
Research the attendance
number at events and
guest lists of previous
events
Use the membership
listing of associations you
join

14. REMEMBER: “Join associations where your customers are - NOT just those that your
company are similar to.“

15. Unlike blogs, E-newsletters can be
entirely about your company or
product/service.
Allow you to build up an active
following list for all other marketing
activities including email campaigns.
Most often emailed to a subscriber
list or you can make them available
for download online.
Any available information on the
company website for download
should require the user to submit
contact information.
E-Newsletters.EXCELLENT MARKETING TOOL that greatly increases lead generation.

16. New Changes to email Marketing
How to Prepare:
Send out emails to all company contacts asking for their permission to receive
communication in the future.
This will also act as a good test to see if emails are still valid or if they need to be updated.
Once a fresh list is read, prepare to send out email campaigns in small batches. Follow up
shortly after with a phone call and never solely rely on email as your primary form of
communication with a prospect or client.

17. Truly Mobile
Sales toolsSales Reps need never visit a computer.
100% Mobile.

18. CRMCustomer Relationship Management
A mobile
receptive
website is
Not A
Mobile
Sales Tool.
There is a huge difference between an
application based sales tool and a web browser interface.
More times than not browser based systems are slow,
cumbersome and far too difficult to use properly on a
mobile device.

19. Truly mobile sales Rep focused
sales tool
An App
It is an application on your smart phone or tablet
that is used to gather all key information needed
within seconds.
Fast and Easy to Use
It is very easy to use and will improve the
compliance and performance of your sales team
significantly.
Sales Rep Advantage
These truly mobile CRMs include productivity tools
that help sales reps make more money.
Integration
These are available as a 3rd party application that can
integrate with your CRM or may in fact be your CRM.

20. Easy, Quick &
Accessible.
Efficient & much
more effective.
Should be available as templates online either directly through the
CRM or any other mobile tools.
Quotes and proposals
This becomes a very important part of your sales process and
should update the sales pipelines.

21. Real Time ReportingThe difference between being proactive and reactive.
Accurate
Having accurate, real time sales reporting is
likely the most important tool any organization
can have.
Informed
Real time sales reporting allows you to stay on
top of all activities as well as to help your team
when and where they need it.
Opportunities
Real time allows you to catch and improve
opportunities as they happen which increases
sales and revenues.
Forecasting
Many organizations use sales reporting to see
what happened (past tense). Real time allows
to use the reporting in order to see what will
happen (future tense).

22. Incorporate customer data into sales process.
Up - to - Date Information.
Use data for marketing efforts.
Allow sales team access to everything they need.
Customer Database.

23. How to use
technology.
Most important
tool
Be Selective
Choose carefully and use only those
that add to your effectiveness rather
than pulling time away from key
activities.
Time Management
Sales is about time management and
nothing improves time management
better than the right tools along with
the ability to use them.

24. Who should use
technology?
Everyone

25. What is
the best
CRM or
ERP
System “One you actually use as an
entire organization.”

26. How do we
train those
“not so tech
savvy”?

27. And deliberately.SLOWLY.
Your sales process needs to be completed and in
practice before you should buy and or mandate that
new CRM.
Without a Sales Process:
It will be a long process with high
risk on not achieving the expected
level of compliance.
With a Sales Process:
If you have a sales process in use,
adoption will be very straight
forward.

28. Here’s a Question.
“Should we hire based on
knowledge of technology?”
That being said - there will be a mix of technologies
your recruits will have tried but the question is…
Are they actually using it?
Yes, absolutely!

29. How do we know?
It’s not a question of which is best but rather what best fits your organizations sales process?
Further and again, if you do not yet have a documented
and actively used sales process… do this first!
Example:
If you do not have an outside sales force, a mobile sales
tool may be useless unless you intend to add or build.

30. REMEMBER: “Sales tools of any kind will do nothing is there is no process for them to
follow. What comes out of the box is not your sales process.“

31. Where do we start?
If you have:
• In-house resources to properly
quantify what you currently do.
(sales and marketing perspective)
• A sales process
You will have no problem.
Its just a matter of automating everything that works.

32. If not…
d e v e l o p e d
i d e n t i f i e d
p u t i n t o a c t i o n
You need Sales & Marketing Recon which is an analysis
of your organizations entire sales and marketing process.
From this analysis the
missing ingredients can be:
Taking stock of where you are as a sales person and as an organization
is where to start.

33. Exponential Sales & Rebor Sales Solutions both offer a “Recon Program” to get clients
started. From this we develop and execute those recommendations that we make
AND
work with your team to implement throughout your organization.

34. Thank you
Questions?